Dislocated Worker Program August 2009
Job Seeker Tips
612-676-3710 Minnesota Job Partners Assisting in career transition www.jobpartners.org
Dealing for Dollars: Negotiating salary
Let’s pretend the hiring manager wraps up your next interview by saying “We’d like to offer you the job. The salary starts at $32,000.” And you say: A. “$32,000? You’ve got to be kidding. It’s going to take a lot more than that to get me in the door.” B. “Really? I got the job? Wow! That’s great! When do I start? C. “Well, I’d certainly like to take the position. But before I say yes, let me talk it over with my spouse. I’ll need more information about the benefits, and the employee handbook to look over. Let’s talk on Tuesday. I can come by at 10.” Although individual phrasing may differ, the most common answer job seekers give is some version of B. After a long job search, most people just want to work again. It may surprise you, however, to learn that B is the worst answer, at least in terms of salary negotiation. The first answer is boorish, but at least this job seeker is discriminating. Meanwhile, the second job seeker is about to get locked into the lowest salary the employer planned to offer. While the last answer is the best, job seekers often fear the job offer will go to the next candidate if they negotiate the salary. They may also dislike the process of bargaining for more money. Here are some things to consider. First, the job is almost certainly not going to disappear if you ask for time to consider the offer. In fact, the break is essential to your negotiating strategy. Most people simply aren’t snappy enough to counter-offer on the spot. If you think the reason for the delay sounds phony, you can say you’re weighing other offers, or that you need time to think. The main idea is to slow down the process a bit, to let you review the offer and decide how to negotiate the salary you want. As for not wanting to bargain: Well, okay, take the first offer if you want to. But at least try to negotiate some little thing. More vacation? An earlier review? A set of tools or a parking spot? Surely there’s something worth asking for. The worst that can happen is the employer will say no. But it’s quite unlikely the offer itself will be rescinded. That’s because the employer has already made an investment in you by checking your references, talking to other managers in the company, and choosing you over all the other candidates.
By Amy Lindgren, St. Paul, Minnesota, nationally syndicated Working Strategies columnist
Five Steps to Negotiate Your Salary
1. Research Your Market. Learn what other employers pay and require for this position. If you bring an extra skill to the job, be sure to mention it. 2. Know your priorities. If money is the most important thing to you right now, push for a higher salary. If you have young kids, flexible hours might matter most. 3. Choose your timing. Avoid discussions about salary until you’ve been offered the job. That’s when you have the most negotiating power because they’ve already decided they want you more than the other candidates. 4. Seek a win-win solution. Don’t try to “win” just for the sake of winning. Remember, this is your future boss! Instead, look for ways to trade benefits you don’t care about for the ones you want. 5. Put it in writing. If no formal agreement is given to you, prepare a simple letter of understanding outlining the terms.
Tips for negotiating salary
~Set a serious but friendly tone ~When in doubt about what to say, try silence ~If your intuition triggers uneasiness, stop ~Remember: An offer will almost always go up, but only if you ask
Reprinted with permission from Career Success Calendar, published by Prototype Career Media, St. Paul, Minnesota
What’s negotiable? Everything!
A short list of things you can ask for in a new job
Money: Salary, commission, reimbursements, stock, clothing allowance, pension, mileage, performance incentives, profitsharing, hiring bonus, cost-of-living raises, expense account Benefits: Vacation, life / health / disability insurance, dental care, eye care Relocation: House-hunting trips, mortgage differential, storage, home buyout, apartment rental, spouse job-hunting assistance, school-hunting help for the kids Schedule: Flex-time, telecommuting, sabbaticals Training: Conferences, tuition reimbursement, seminars, inhouse training, on-the-job training, software training Professional Advancement: Membership in professional associations, magazine subscriptions, testing fees, professional insurance, license fees Equipment: Laptop computer, online service, personal fax, cell phone, specialized software, tools Family: Child care, parent care, summer internships for kids, access to company-sponsored scholarships for kids Remember: The tighter the economy, the more creative you need to be in your negotiating.
Putting the Offer in Writing
A sample letter to confirm the job offer
Bill Jackson Jackson Plumbing Equipment 232 Main Street Milton, MN 55555 Dear Mr. Jackson, Thank you so much for the employment offer. I am very excited to join your company as an account manager, beginning on August 17. As I understand, the position will pay $18 an hour initially, with a 30% commission on the net value of each invoice I facilitate. New accounts that I sign will each bring a one-time bonus of $100. We also agreed on 2 weeks of vacation to start, with an additional 5 personal / sick days, as well as enrollment in the company health care plan for myself and my spouse and a 50% tuition reimbursement on sales classes I take. I am very excited about this opportunity, and eager to start. I’ll see you on the 17th! Sandy Jones
Reprinted with permission from Curriculum Originals, published by Prototype Career Media, St. Paul, Minnesota